Head of Structuring & Solutions, Global Trade Solutions

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At HSBC we exist with the purpose of Opening up a World of Opportunity. We use our unique expertise, capabilities, breadth and perspectives to provide opportunities for our customers and colleagues through global connectivity. We bring together the people, ideas and capital that nurture progress and growth, helping to create a better world – for our customers, our people, our investors, our communities and the planet we all share.

HSBC Global Trade Solutions (GTS) is committed to helping companies of all sizes from every part of the world grow their business across borders. Offering a comprehensive range of forward-thinking structured trade, supply chain and traditional trade solutions, the business has been repeatedly recognised by the industry’s most prominent publications and associations with numerous awards for its strength in combining innovation and service excellence with end-to-end customer solutions.

The Head of Structuring and Solutions is a critical senior role where you will be responsible for supporting the structuring of complex deals across HSBC’s entire range of Global Trade Solutions’ (GTS) products. In doing so, your key focus will be providing technical expertise to front-line sales and client management teams, assisting in the structuring of bespoke open account solutions, and ensuring high-quality customer experience.

Your expertise will be integral to GTS’ success in capitalising on growth opportunities in Structuring.  You will interface with colleagues across Corporate & Institutional Banking, leading discussions across products, geographies (regional/global) as well as externally with industry players including fintechs. You will lead interesting complex work, bringing together the right solutions to meet our clients’ complex needs, drawing on HSBC’s leading trade finance product suite.

This role brings international connectivity, building relationships not only domestically but also offshore in an organisation where trade finance and working capital is a fundamental part of our business globally.

Your main responsibilities will include:

• Supporting the growth of structured propositions in Global Trade Solutions with senior stakeholders in the Corporate and Institutional Banking businesses, ensuring a flow of origination, requests for proposals and ultimately achievement of revenue targets.
• Applying technical subject matter expertise to the structuring of complex trade finance solutions, across all trade products such as Receivables Finance, Asset Based Lending, Supply Chain, Commodity Trade Finance and Open Account propositions across geographies.
• Providing technical expertise and transaction specific knowledge to product / proposition/ sales and client management teams to ensure correct structuring of fit for purpose solutions to clients.
• Executing high-quality service to customers across all segments, maximising the extent to which client needs are met and identifying gaps in service to be addressed.
• Maintaining risk culture, balancing risk and legal obligations with a commercial mindset.
• Developing strong networks both externally and internally, building relationships globally, regionally and locally to promote and provide input into products and propositions, strategies and identification of market trends, while providing Australian market expertise to cross border transactions.
• Leading the preparation and negotiation of customer facing documents, pitch books and indicative term sheets.
• Providing detailed financial benefit analysis and supporting information for each customer request.
• Staying abreast on key market trends and competitors’ market positions on an ongoing basis.
• Supporting Structured Trade training for the sales and relationship management community.
• Establishing best practises in structuring complex transactions across borders interfacing between global, regional and local colleagues to ensure optimal client service.

To be successful in this role, you will need:

• Extensive knowledge of Trade Finance structures at a global level, with experience in global multinational financial departments, supply chain, pre-export finance, and or commodity finance.
• Thorough understanding of Working Capital management.
• A strong sales mindset and commercial acumen, with a proven track record of having closed large ticket structured trade finance deals.
• Demonstrated success in pitching to internal and external stakeholders, applying in depth analysis to develop insights and create compelling presentations.
• Ability to transmit knowledge to the team for potential cross sell with other Treasury and asset-based lending enhancing propositions.
• Very strong financial and analytical skills with very good problem analysis proactively presenting insights, analysis and solutions to both internal and external stakeholders.
• Good knowledge of Receivables Finance, Asset Based Lending, Supply Chain and Open Account propositions and business models.
• Proven ability to navigate and implement inside a cross functional and matrix organisational model, building strong relationships both with client facing stakeholders and internal functions such as risk and legal.
• Ability to act as a strong independent contributor, who is comfortable working on multiple assignments, where the teams are often culturally diverse, distributed across the globe.
• A Bachelor’s degree in finance or other relevant discipline.

Preference will be given to candidates who hold Australian Citizenship/PR, New Zealand Citizenship, or who can show they currently have unrestricted work rights in Australia without limitations.

HSBC is committed to building a culture where all employees are valued and respected and where opinions count. We take pride in providing a workplace that fosters continuous professional development, flexible working and opportunities to grow in an inclusive environment. Applications from First Nations peoples are encouraged.

As an HSBC employee in Australia, you’ll have access to tailored professional development opportunities, competitive pay and a range of employee benefits. These include market-leading subsidised private health cover, enhanced parental pay and support when returning to work, subsidised banking products and services, bonus leave days and wellness programmes including discounted gym memberships.

Learn more about careers at HSBC Australia –  https://www.hsbc.com/careers/where-we-hire/australia

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